CHAPTER 11
Showcasing
How the Pros Do It
As stressed throughout the book, people buy homes based on emotion. Once they find their dream home, they don’t want to lose it. Making a low, contingency-ridden offer is a bigger risk than most people want to take.
Many buyers can relate how frustrated they felt when another offer beat out their best effort, especially when they offered more than asking price. Next time, it’s no messing around: they’re going to look for ways to make the seller happy and richer.
On the flip side, homes that agents and buyers label dumps attract bargain hunters and investors who are not going to pay full value for anything. ...
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